Account Executive

Forma.ai; Oregon; Hybrid; USD 110,000 - 170,000; Full time

Benefits offered by this job

Equity through stock options

Comprehensive benefits package

Training stipend

Career growth opportunities

Job summary

Forma.ai is seeking an Account Executive to drive revenue growth by identifying, engaging, and closing enterprise-level SaaS deals. You’ll build and manage a robust pipeline of Fortune 1000 prospects, shaping their approach to sales planning and incentive compensation.

Responsibilities include leading the full sales cycle, collaborating with Marketing, RevOps, and Product, and ensuring a seamless handoff to implementation for a superior customer experience.

Qualifications

• 5+ years of enterprise B2B SaaS sales experience.
• Proven track record closing six- to seven-figure deals.
• Strong ability to engage senior executives and influence decision makers.

Responsibilities

• Strategic sales leadership from prospecting to close for enterprise accounts.
• Drive revenue growth and manage a disciplined sales pipeline.
• Collaborate with BD, Marketing, RevOps and Product to accelerate deals.
• Utilize Forma.ai’s sales methodology and tools to improve win rates.
• Ensure smooth handoffs to implementation for a world-class customer experience.

Skills

Enterprise sales

SaaS

Executive engagement

Forecasting

Quota attainment

Job description

About Forma.ai

Forma.ai is a Series B startup that's revolutionizing how sales compensation is designed, managed and optimized. We handle billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk. Our growth has been fuelled by our passion for fundamentally changing and shaping how companies use sales intelligence to drive business strategy. We’re welcoming equally driven individuals who are excited about creating something big!

What you'll be doing

As an Account Executive at Forma.ai, you will play a critical role in driving revenue growth by identifying, engaging, and closing enterprise-level deals. You will be responsible for building and managing a robust pipeline of Fortune 1000 prospects, helping them transform their approach to sales planning and incentive compensation.

Your contributions will include

Strategic Sales Leadership Own and execute the full sales cycle, from prospecting (collaborating with BD) to close, for enterprise-level accounts Engage senior executives (CROs, CFOs, RevOps leaders) to position Forma.ai as a strategic partner in sales performance optimization Develop tailored sales strategies to penetrate key accounts and expand existing relationships

Revenue Growth & Pipeline Management Consistently achieve and exceed sales targets through disciplined pipeline management and forecasting Leverage data-driven insights to identify high-potential opportunities and accelerate deal velocity Collaborate with BD and Marketing to drive qualified leads and create multi-threaded sales opportunities

Process Optimization & Execution Master the Forma.ai sales methodology to drive repeatable success across complex sales cycles Ensure seamless handoff between sales and implementation teams for a world-class customer experience Optimize sales processes to reduce friction and increase efficiency in deal execution

Technology & Tools Utilise our revenue technology stack to track, manage, and optimise sales performance Leverage AI-powered insights to refine outreach strategies and personalise prospect engagement

Cross-Functional Collaboration Partner closely with Marketing, RevOps, and Customer Operations to ensure alignment in messaging, lead flow, and customer onboarding Act as the voice of the customer, providing feedback to Product and Engineering to influence roadmap priorities

What we're looking for

5+ years of experience in enterprise sales within B2B SaaS, ideally with selling sales performance management or other revenue operations technology A track record of exceeding quota, with experience closing six- and seven-figure deals Deep expertise in navigating complex enterprise sales cycles and engaging senior executives Strong analytical skills, with the ability to leverage data and insights to drive decision-making Exceptional communication and storytelling abilities to articulate Forma.ai’s value proposition A collaborative, team-first mindset, with experience working closely with Marketing, RevOps, and Product teams Additional Job Info: This position is for an existing vacancy

What you can expect from us

• Meaningful compensation. In addition to your base salary, you’ll join our employee stock ownership plan to further recognise your contributions to Forma.ai’s success.
• Healthcare coverage. We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave programme.
• Learning and development. Access the resources you want to help you grow in your role by utilising our $750 yearly training stipend.
• Growth. You’ll have a huge opportunity to build a career for yourself and gain the type of experience you’re looking for, whether that’s as an individual contributor or as a people leader.

Our Values

• Work well, together. We’re real. We have kids and pets. Mortgages and student loans. We’re in this together, so no matter how brilliant any one of us is, we always play nice with one another – no exceptions.
• Be precise. Be relentless. We believe complacency breeds failure, so we set new goals as quickly as we achieve them. We persist in the face of adversity, learn from our mistakes, and push each other to continuously improve. The status-quo is kryptonite.
• Love our tech. Love our customers. Our platform solves a very complex problem in a currently underserved market. While everyone at Forma isn’t customer‑facing, we’re all customer‑focused. Maybe even slightly customer‑obsessed.

Use of AI for Recruitment

Currently, Forma.ai does not use artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants.

Our commitment to you

Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment. Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially.

We thank all candidates for their interest however only qualified applicants will be shortlisted.